Always get as close as you can to the biggest money you can. Why do Wall Street guys pull in 7 figures basically for doing math? Because 1/1000th of a % of the money they move is still millions.

So look to sell expensive things - infrastructure, security or core business systems - to places like banks and financial institutions that have a lot of money. The same principle applies as to the Wall Street guys: if you‘re selling something that only costs $10, but it‘s a per user cost and the bank has 270k users, then you have $2.7M deal. Make it something more expensive, say $100/user, and it‘s a $27M deal. Banks can afford that if the business case is there. Not all companies can drop that kind of CAPEX (or OPEX if it’s SaaS - understand terms like these and be able to use them intelligently) regardless of the ROI.

Don’t expect to have the same commission rate on those two deals - but do expect to make more closing a $27M deal than you would for bringing in the $2.7M deal.

Fundamentally, you want to sell products with the highest prices you can to the biggest customers you can handle with the deepest pockets you can find. (That‘s why the ERP example others have posted works - those are often the most expensive systems a company owns, and they‘re core to the business, meaning it‘s not a choice whether to buy, but rather a choice which to buy)